Test Your Knowledge Reports and Proposals

1) They are used to offer data, facts, feedback, and other types of info without analysis or reccomendation.

2) Secondary research contains info that others have gathered on the topic and primary research infolves information that you gather specifically for a new research project.

3) Surveys are reliable if they produce identical results if repeated and valid if it measures what it's supposed to measure.

4)A conclusion is a logical interpretation of facts and other information. A reccomendation suggests what to do about the information.

5) RFP's include instructions that specify exactly the type of work to be performed or products to be delivered, along with budgets, deadlines, and other requirements.

Chapter 9 Test Your Knowledge

1)

• Who is my audience?
• What are my audience member's needs?
• What do I want them to do?
• How might they resist?
• Are there alternative positions I need to examine?
• What does the decision maker consider the most important issue?
• How might the organization's culture influence my strategy?

2) You need to take into account their cultural expectations so that you don't undermine your message by using inappropriate appeal or organize your message in an uncomfortable way towards your audience.

3) Emotional appeals connect with the reader's feelings. Logical appeals connect to the reader's notions of reason by using analogy, induction, or deduction.

4) In logical appeals, you can use analogy, induction, and deduction.

5) The AIDA model uses the indirect approach and organizes your message into four phases: attention, interest, desire, and action. One limitiation is that it talks at the audience instead of with them. Another limitiation of AIDA is that it focuses on one-time events, not long-term relationships.